Opportunity Prospectus

Group Clients and Markets Director

About us

Warren and Mahoney is an international firm of designers and architects who create experiences that connect people and enhance belonging.

We are at the service of both clients, and of communities, and take this approach to deliver long-term sustainable outcomes. By rejecting preconceived styles, our work responds to context, giving powerful expression to people and place. As a multi-disciplinary practice, our services include architecture, interior and workplace design, with additional expertise in strategy and briefing, customer experience, indigenous design, urban design, masterplanning and sustainable design.

Our team is made up of leading talent from a broad range of sectors. We collaborate closely across our specialisms, which include mixed-use, commercial, education, sports and civic and community. This cross-sector expertise, and the deep knowledge we each contribute, allows us to deliver innovative, high-quality projects.

About the opportunity

Purpose

To create and lead delivery of Warren and Mahoney’s business development and marketing strategy.

To lead a team of BD and marketing specialists.

To work effectively across the Group and Principals and other senior leaders as a member of the Executive Leadership Team.

Position Group Clients and

Markets Director

Location Auckland,

Melbourne, or

Sydney

Reports to Managing Director

Key Accountabilities

This is achieved by doing the following:

Strategy

– Responsible for the development

and execution of the practice’s

business development, brand and

marketing strategy (once approved

by the Boards of Warren and

Mahoney)

– Responsible for client value

proposition development and

communication

– Supports the development of the

overarching group strategy and

its translation across studios and

sectors

Team Management and Leadership Engagement

– Ensure that the Marketing team is

engaged, appropriately resourced

and supported and is high capable

to ensure delivery of the practice’s

business development and

marketing strategy

– Focus on the development of the

team to ensure ongoing growth

– Engage with, provide advice to and

report on key BD and marketing

issues to the Board, GLT, Sector

Leads and Principals

– Develop and monitor the

Marketing budget

Business Development

– Lead the Marketing team and

engage directly in the “pitch” and

“tender” activities including RFP

submissions

– Support Sector Leads to develop

sector strategies that drive

business development, including

networking, events, publications,

client relationship management and

submissions

– Work with Principals to facilitate

initiatives for business development

– Facilitate the effective application

of the “go/no go” tool and process

to ensure alignment with group

strategy

– Support and leadership of Project

Acquisition Leads (PALs) and all staff

involved in submissions

– Oversee the implementation and

management of the CRM system to

facilitate business growth

– Oversee market research: identifying

and analysing data and working

with Sector Leaders and Studio

Principals to implement actions as a

result to grow new business/sector

opportunities  

– Develop Business-to Business

communication and business

opportunity leads

Markets and Client Knowledge

– Gather and distribute knowledge to

support business development and

sector intelligence

– Understand our brand health within

our client base

– Understand the competitive market

and how we maintain a premium and

differentiated positioning

– Understand the drivers of the market

and make recommendations for how

W+M can deliver value to clients and

value to the business

– Lead the business to implement

technology (CRM) and processes

to support effective business

development and client relationships

– Lead key thought leadership and

primary research initiatives

Communications

– Manage the collection, writing,

production, editing and distribution

of content via key digital channels

including Corporate Website,

LinkedIn etc

– Develop initiatives for and regularly

review collateral to ensure alignment

with brand and communications

strategy

– Lead strategic relationships with key

stakeholders in the media, PR and

other relevant industries

– Set the strategic direction on PR and

communications activities

– Influencing behavioural change

– Manage communication strategy

to ensure internal culture, vision

and values matches perception of

external market

– Effective communication of

company strategy and activities

Brand

– Lead the implementation of the

brand strategy

– Ensure business wide understanding

of Warren and Mahoney’s brand and

values

– Manage brand and employment

brand activities including events,

PR, thought leadership, government

relations, sponsorship, awards,

website and social media activity

– Support client facing staff to deliver

a high standard of client service that

positively represents the Warren and

Mahoney brand

– In collaboration with the Group

People and Culture Officer, ensure

that the company brand values are

integrated into the people strategy

and overall people and customer

experience

NB: Additional performance objectives may be set, discussed and agreed with the

individual, in line with the company strategic planning process. These objectives

will reflect business priorities and will complement the position description’s Key

Responsibilities areas.

Technical Knowledge and Skills

Essential

– Relevant tertiary qualification in

Marketing and Communications

– Depth of knowledge of business

development strategies and

initiatives

– A high level of expertise in preparing

and delivering written and verbal

communications

– In depth knowledge of Business-

to-Business communications,

marketing and brand management

– A problem-solving attitude

– Strong presentation skills

– Strong project management,

process and co-ordination skills

Desired

– Advanced level of skill with Indesign

and Microsoft office suite

Experience

Essential

– 10+ years of business development,

marketing and/or brand / comms

management

– Experience in professional services

organisation(s)

– Deep experience in submissions/

pitch environments, including

developing winning strategies and

client value propositions

– Experience managing external

partners and agency relationships

– Developed and led company-wide

BD and marketing initiatives

– Proven ability in developing business

development, marketing and

communications strategy

– Experience with setting and

managing budgets

– Experience negotiating fees with

external providers

– Experience with digital marketing

innovations and social media

networks

Desired

– An interest in architecture

and design, in particular an

understanding and appreciation of

the principles of environmentally

sustainable design

Person Specification

Being able to fulfil the Key Responsibilities in any position

is achieved by having the necessary ability, skills, and

experience.

Why is this a good time to

join Warren and Mahoney?

We are a team that is ambitious

for our clients and our people.

Warren and Mahoney’s vision is

to be the leading design practice

in the Pacific Rim and we are on a

pathway to achieving this. As the

leading design and architecture

practice in New Zealand, we

are working on projects that will

transform our cities, such as

New Dunedin Hospital and the

Christchurch Stadium. Recently

completed city-making projects

such as Commercial Bay and

the Wynyard Quarter Innovation

Precinct are also reference

points. Over the past 12 months,

we have invested heavily in talent

in our Australian studios and we

are now on the cusp of significant

growth in the region, through our

bases in Melbourne and Sydney.

Further, as a Group, we are

excited about the opportunities

to reflect the matters that are

important to the communities

that we serve and to us as a

practice. We have set challenging

sustainability goals for our

practice and for our projects,

with the goal of leading change

in the construction industry. Our

advanced indigenous design unit

focusses on engaging with, and

working alongside, the traditional

owners of the land to ensure

our body of work respects and

reflects the cultural foundations

of the contexts we work in. Our

objective is to achieve unique

and powerful expressions of

our identity. Through our digital

technology team, we are also

bringing new insights and ways of

working to our clients.

We have many exciting projects,

initiatives and opportunities to

pursue across the Pacific Rim and

our Clients and Markets team are

key to achieving these.

What key attributes do you look

for when hiring people for your

team?

When we select new members

to join the team, it is very

important to us that there is an

alignment between a candidate’s

personal values and Warren

and Mahoney’s values – clarity,

respect, adventurousness,

authenticity and togetherness.

These are at the heart of our

organisation and we endeavour

to demonstrate these values

every day in our interactions

internally and externally. We

are ambitious for our practice

and for our people so it is also

important to us that a candidate

is curious, has a learning mindset

and is determined to succeed in

whatever part of our business

they work in. As we are a

professional services practice,

delivering an exceptional

experience to our clients is

also key. And, of course, we

are looking for people who are

passionate about design.

Why is this role integral to

the broader business of

Warren and Mahoney?

As a practice focussed on growth,

this role is vital to Warren and

Mahoney’s future success. We

have recognised the need for

a strategic thinker, influencer

and strong people-leader in this

role to work with our leaders to

keep pushing forward with our

business development efforts in

a structured yet entrepreneurial

way. As the practice moves into

new areas of business, we know

we will benefit from this role’s

expertise on how to define our

client value proposition to best

effect. Further, while Warren and

Mahoney has developed strong

relationships with its clients, we

are always looking to add value

and enhance those connections.

So this role will help our leaders

understand how to take our client

service to the next level.

What does future career

progression look like

for a Customer & Markets

professional at

Warren and Mahoney?

We work hard at Warren and

Mahoney to have an open culture

where successful leaders

can progress and be fulfilled.

Assuming the successful

candidate performs in the role in

line with our values and plays a

part in growing our business, then

an invitation to invest in equity in

the practice is likely. We see our

executive team as key members

of our leadership team, and the

invitation to take up shareholding

further demonstrates this.

Q&A with John Coop MD

How to applyWarren and Mahoney has recognised the strategic importance of this role to their business and have invested in a full candidate search campaign with Seldon Rosser.

To express your interest in this opportunity please contact graham@seldonrosser.com +614 33 152 888 or katie@seldonrosser.com +61 424 944 997

www.warrenandmahoney.com seldonrosser.com